026 The totally awesome networking strategy Chris Wike uses that you should use too

Chris Wike

Chris Wike is an attorney at Hajjar Peters here in Austin– not exactly someone you’d think to turn to for Sales for Nerds.

Lawyers can’t sell and market like everyone else. There are regulations and ethics rules and approval rules that limit what you can do. For example, if there’s a lawsuit against a business, lawyers can’t reach out and offer to help them with a specific case (unless it’s an existing client). If you want to run an ad on TV or send out a mailer, or even publish ads online, you need to get approval.

You can argue whether this is a good consumer protection or incumbent-driven efforts to make it harder for young lawyers (maybe some of both?), but that’s the reality, especially in Texas.

So, in this episode, Chris walks us through selling as a lawyer…

  • How Chris starts relationship building with folks you might not expect and how it  gives him control of his career.
  • Chris’s rule for networking.
  • How he manages referrals.
  • How Chris gets meetings with high level people.
  • How Chris hosts networking events– this is a crazy good idea that you should start doing right now.
  • Why Chris doesn’t like retainers.
  • Chris’s strategy for networking outside of his own events.
  • How Chris tries to set himself apart as a service provider (great advice for any service provider).
  • Why it’s great that clients may not care what you’re telling them.
  • How do you give great value to clients.
  • Chris’s 2 rules for working with people and what he wishes students would learn in school.
  • A crazy internet lawyer ad. (And here he is getting busted for contempt.)

Plus, I interject with my philosophy on people and tell you how to get an inside track to Sales for Nerds.

Chris and his partners have a 1500 bottle cellar in their conference room.

wine wall

But you don’t need that to take advantage of Chris’s killer networking strategy.

The wine…

resign grenache2015 Godspeed Granache from Resign Wine. Yummy blend of 80% Grenache, 20% Mourvèdre– the grapes are California, but the company is actually based here in Texas.

(As the producer notes, this label is supposed to yell, “f it! I’m out!”)

 

Where to find Chris:

p.s. I couldn’t make the last event Chris threw, so I’m now “banned for life.” 😉

Where you can find Reuben: @Sales4Nerds, @Mimiran, Mimiran.com.

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You can also  listen on Overcast, or Subscribe on AndroidPlayer.fm.


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International Women’s Day– Some Sales Inspiration

Some awesome women have come on Sales for Nerds– here’s a quick recap:

There’s tons of great advice here, whether you’re a man or woman.

And even if you’re not in sales or marketing, if you ever want to convince someone to do something, especially something new, different, and perhaps scary, you are actually in the same field as those in sales and marketing.

024: Bryan Payne gets thrown out of school, starts companies, and completes Iron Man triathlons

Bryan PayneBryan Payne is a serial entrepreneur, salesmen, Iron Man (12 times over), and general man of adventure and humor.

Normally a beer drinker, he was a good sport about having some wine on the podcast (and didn’t seem to mind too much).

This episode is a bit longer than usual, because there were just so many interesting episodes that I wanted to hear about, and I think you will, too.

For example, learn how Bryan and his brother got clever when starting their sales career chocolates to raise money for their elementary school.

Then hear about how he started a lawn care business in high school that he grew to 13 employees, and which he sold to one of the actual adults working for him.

Learn how he was the only student in his class not to go to college (and how he got expelled) and what he did to get his first job instead. It’s not conventional, but probably applies even more these days.

Then Bryan gets into how he accidentally landed his first official sales roll, and what did to be successful.

Plus,

  • Why he quit to start his own company.
  • The big bet he made on technology (and how the same technology almost killed the business).
  • How he acquired a business for almost nothing and turned it around from bankruptcy (hint, it involves pricing)
  • How be built up a capable, motivated sales team with almost no capital

In addition, learn:

  • “48 Hour Rule” for moving quickly
  • 1st Principle of Sales
  • What song you should listen to if you want to appreciate 70s music (I don’t agree with this one)
  • Why Bryan loves millennials (seriously)
  • The completely unlikely way that Bryan got into doing Iron Man triathlons.
  • How he got hundreds of resumes with a simple, no-bs story (here’s the actual story)

 

 

The wine…

Stephen Vincent Sonoma County Pinot NoirAnother yummy, fruity Sonoma Pinot Noir. What can I say? I like them.

 

Where to find Bryan:

Where you can find Reuben: @Sales4Nerds, @Mimiran, Mimiran.com.

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You can also  listen on Overcast, or Subscribe on AndroidPlayer.fm.


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Episode 23: Rohan Kale escapes the grind, starts a video marketing company, and travels the world

Rohan KaleRohan Kale is an international man of mystery. Ok, not so much mystery, but certainly adventure. He was on the typical track of a talented engineering student in India, grinding out 100 hour weeks for a big software company.

Wanting more, he made some bad choices, and got sucked into online gambling.

Needing to get away from that, he made his way to Germany. (He’ll explain why, and how we learned German and got a job at Daimler after arriving with no German language.)

Once again wanting more– to have the freedom to travel and explore the world– find out how he decided to start an online video marketing company (naturally, without knowing anything about video production).

In this episode, Rohan discusses:

  • How he got his first customers, before he even had a website, while he still had his day job.
  • The channels he used to get conversations and how he closed with no track record.
  • How he scaled his initial marketing efforts.

Plus, some tips from on a pro on how to craft your own videos, including:

  • Common pitfalls, especially the “Curse of Knowledge”.
  • The importance of a good script.
  • How to make different videos for your home page, for demos, and for support.
  • The simple setup you can use to get started.
  • When to use YouTube and when to use Wistia.
  • How to turn your videos into other forms of content.

Plus, get some travel inspiration from Rohan’s travel schedule and adventures at Oktoberfest.

Prost! (Or “cheers!” in German, as I learn.)

 

 

The wine…

Monchhof RieslingMönchhof Riesling, 2008. As I mentioned, if I think of it as “wine”, I find it way too sweet. But if I think of it as “dessert in a glass”, it’s pretty good.

Rohan was drinking a Helles beer from Munich. Helles (“helles” means “bright” in German— this beer was developed in response to the popularity of lighter Czech lagers in the 1800s).

 

Where to find Rohan:

Where you can find Reuben: @Sales4Nerds, @Mimiran, Mimiran.com.

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You can also  listen on Overcast, or Subscribe on AndroidPlayer.fm.


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Episode 20: Aaron Ross on going From Impossible to Inevitable

Aaron RossFew authors have had the impact on sales that Aaron Ross has had over the past few years. His first book, Predictable Revenue, called “the sales bible of silicon valley”, he co-authored along with Marylou Tyler, who was on Sales for Nerds in Episode 14.

Now he’s back with From Impossible to Inevitable: How hyper growth companies create Predictable Revenue. This time, Jason Lemkin, former CEO of EchoSign, leader of SaaStr, and more, is his coauthor.

This book breaks done how companies can grow quickly and sustainably, with 7 steps:

From Impossible to Inevitable Cover

  1. You’re not ready to grow until you Nail a Niche.
  2. Overnight success is a fairy tale. You’re not going to be magically discovered. You need sustainable systems that Create Predictable Pipeline.
  3. Growth exposes your weaknesses and it will cause more problems than it solves—until you Make Sales Scalable.
  4. It’s hard to build a big business out of small deals. Figure out how to Double Your Dealsize.
  5. It’ll take years longer than you want, but don’t quit too soon. Make sure you can Do the Time.
  6. Your people are renting, not owning their jobs. Develop a culture of initiative, not adequacy by Embracing Employee Ownership.
  7. Employees, you are too accepting of “reality” and too eager to quit. You can Define Your Destiny to make a difference, for yourself and your company, no matter what you do or where you work.

Aaron does all this while he and his wife raise 12 kids (!!!) (mostly adopted, for those wondering how that’s even possible for such a young-looking guy).

You might think that Aaron’s some sort of superman, or at least a cyborg, but what’s great about his books is that he admits that this is hard. There’s no “X easy steps to winning.” In fact, the books include painful episodes in Aaron’s life, and the admission that things will be hard and tiring.

His whole career in sales started because he didn’t really know how to sell. He never thought about sales, and certainly never thought he’d end up the author of best-selling sales manuals.

But when his first company failed because he didn’t have the sales chops he wanted to have, he joined Salesforce.com. He was employee number 150, which gave him a bit of stock, but not enough to get rich, and he was “on step up from the interns.” He helped build the outbound engine that developed leads before handing them off to account managers. This helped salesforce grow rapidly and efficiently.

However, it wasn’t until he left salesforce and was consulting with another company that he realized how critical it is to specialize your prospecting (early funnel) and your account management (late funnel).

Even if you don’t have a huge sales team, even if you’re just one person doing everything, you still need a way to focus on your time and energies on these different activities. As they write in the book:

Specializing your roles is the #1 most important thing for creating predictable, scalable sales growth.
Even if it’s just marking different times in your calendar for different activities.
What else did Aaron learn?
First, the importance of “Nailing your Niche”.
This comes up again and again, but “you’re not ready to grow until you nail a niche.” This doesn’t mean you can only work in your niche, but you need to have one and nail it. It makes everything easier.
While consumers tend to buy what they want, business tend to buy what they need. If you’re talking to people and they say, “that’s cool”, but they don’t buy, that means it’s a nice-to-have.

Once you’ve got your niche nailed, you can use your:

  • Seeds (word-of-mouth)
  • Nets (marketing– including testimonials, which are a form of word-of-mouth)
  • Spears (outbound targeted marketing and business development)

Aaron also offers some tips on how to handle the overwhelming number of possible sales and marketing activities, with what he calls “cake vs icing.”

The cake is the core thing that helps your grow your business. For Aaron, it’s writing books. For Jason, it’s being active answering questions on Quora. (If you’re in the software world, you should follow him.) Do that one thing well, and then you can use that in other ways (the “icing”). Don’t try to do everything, or you’ll never get anywhere. Aaron blocked out Wednesdays for a year to write the the book. For Aaron, social media isn’t very interesting, so he hires someone to help him with that part of marketing.

As a pricing guy, I also appreciated Aaron’s view that you should spend as work trying to double your average deal size as you do finding and closing twice as many deals. As Marc Andressen says, “raise prices“.

Aaron also provides some tips on how he manages the family schedule (“one day at a time”). If you’v got less than 12 kids, no complaining. 😉

The wine…

8796499443742Aaron couldn’t partake, because he was in the middle of the morning California time, plus, while he really wanted a glass of wine, he knew it would put him to sleep which is not good when you have a short workday and a huge household logistical puzzle to solve each day.

However, I enjoyed a glass of 2013 Franciscan Cabernet Sauvignon from Napa Valley. A nice, up the middle of the road cab. (It’s pretty expensive on the Franciscan.com site, but you can get it for $15-18.)

Where to find Aaron:

Where you can find Reuben: @Sales4Nerds, @Mimiran, Mimiran.com.

Get the episode on iTunes (check out the new Apple Podcasts– nice!)

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You can also  listen on Overcast, or Subscribe on AndroidPlayer.fm.


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Episode 15: Jill Konrath on more sales in less time and eliminating distractions

Jill KonrathJill Konrath has written 3 best-selling books on sales, and now she’s out with a new book on personal productivity called More Sales in Less Time, Surprisingly simple strategies for today’s crazy-busy sellers.

As Jill mentions, she didn’t write this book because she started as an expert in this, but “to save my life”, because even Jill Konrath has challenges with getting things done and handling the constant interruptions of modern life.

Here’s a short clip:

 In this episode, Jill talks about:
  • The completely accidental way she got into sales (this is becoming a pattern, right?).
  • Why sales was a great fit for her, against all her preconceived notions.
  • Why she started her own company.
  • How she got overwhelmed with the very technology that was supposed to help her.
  • Why our brain is not optimized for modern life and how it leads us down the wrong path in the modern world. (And what happens to your IQ when you multitask.)
  • The real reason she wrote this book (to save my life)
  • How family emergencies forced Jill to prioritize even more ruthlessly (crossing of the “nice to do’s”, and “like to do’s” and focus on the “have to do’s”. (And why having a “don’t do” list is as important as having a “to do” list.
  •  How Jill used to use her calendar, and how she changed to be more effective with her time.
  • The practical suggestion from Jill’s book that Reuben put into place the next week.
  • The surprising amount of time top sellers spend selling
  • How to use the Pomodoro Technique to get started on tough tasks (Jill says she gets more done this way than with any other technique)

Plus, hear how this interview caused me to violate my own productivity rules. 😉

Get the episode now on iTuneslisten on Overcast, or Subscribe on Android.

Books by Jill:

More Sales Less Time

Other books mentioned in this episode:

  • The One Thing, by Gary Keller (who here in Austin created the biggest real estate company in the world)

Apps mentioned:

  • RescueTime— gives you analytics on how you’re spending your time on your computer.
  • Freedom.to— block websites that can drain your time.
  • Unroll.me— easier management of email subscriptions
  • SaneBox— automatically filters your email for you to show you the most important stuff (personally, I’m generally pretty happy with the way Google prioritizes email)

The wine…

FRAN_2014_CabernetSauvignon_NapaValley_lowRes1
I switched to cab for this one– a very nice 2013 Franciscan Estate Napa Valley cab which was quite good and made me think I need to get back to cabernet sauvignon more often.

Jill enjoyed “something white from the fridge.” 😉 She said she’s not used to having wine while being interviewed.

 


Where you can find Jill: JillKonrath.com, @jillkonrath, LinkedIn, YouTube

Where you can find Reuben: @Sales4Nerds, @Mimiran, Mimiran.com.

 


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Episode 6: John Livesay on How to Pitch

John Livesay (aka “The Pitch Whisperer”) helps entrepreneurs craft compelling pitches. He’s the author of The Successful Pitch: Conversations On Going From Invisible To Investable (pretty good pitch, right there in the title), host of The Successful Pitch Podcast, and has been featured in Inc., Forbes, Fast Company, CBS, Fox, and more.

….

John Livesay
In this episode, John discusses how he got into this niche, how hard he worked on his own pitch, plus:

Plus,

  • The two simple, critical elements of a pitch
  • Why people are so bad at pitching
  • Why stories are so important
  • The importance of establishing your niche (it’s not just about your pitch)
  • What happens when you confuse prospects with your pitch
  • How surviving in the Amazon is like surviving in the business world
  • And much more…

Books mentioned in the episode:


The Wine

Stags Leap ChardonnayWe did this via Skype, so we each had to bring our own wine.ron-rubin-russian-river-valley-pinot-noir-2013

John had some Stag’s Leap chardonnay (@StagsLeapWines).
Reuben had Ron Rubin (no relation) Russian River Valley Pinot Noir (2013). Quite yummy for folks who like Russian River Valley pinots.

 

 


Where you can find John: Web site, Twitter, The Successful Pitch Podcast

Where you can find Reuben: @Sales4Nerds, @Mimiran, Mimiran.com.

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Episode 5: June Rodil on wine, customer experience, delegation, and more

June RodilJune started her career in restaurants as a waitress, paying her way through college on the way to a law career that never ended up happening. Instead, she learned a ton about wine, became beverage director for some of the top restaurants in Austin, became one of 147 Master Sommeliers in the world, and opened her own restaurant.

In this episode, June discusses how to pick wine as a beginner, how she became as Master Sommelier, and how she opened her own restaurant.

Plus,

  • Secrets for great customer service
  • How to delegate as a control freak
  • Why spreadsheets are still important
  • How to set up your product offerings to maximize customer happiness and minimize your stress.

 


The wine: 2012 Rosie Shuster Sankt Laurent (the ‘k’ is silent). $24. I didn’t know Austrian wine could taste this good. A little sweet, but not overly so. Lots of flavors. (Listen to June give the real description.)

 


Where you can find June: June’s Restaurant, Twitter (here’s one of those pictures with an interesting mixture of drinks)

Where you can find Reuben: @Sales4Nerds, @Mimiran, Mimiran.com.

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Episode 4: Joe Williamson

joe-williamsonGuest: Joe Williamson, Partner at Alloy Partners, talks about:

  • how to price new products (brilliant stuff), including how pricing too low makes your prospects look bad
  • having an internal locus of control vs an external locus of control
  • what he learned from teaching at The Princeton Review
  • why he wouldn’t turn to sales books for sales advice (and the surprising persona of the best sales person)

Here’s the link to Episode 4 with Joe Williamson.


The wine: Joe doesn’t drink, but he helps me run an experiment on aerating the wine. Listen to get the results. (Hint, you may want to pick up one of the items in the show notes.)

Chateau Recougne 2012 Bordeaux. Pretty rich, definitely benefits from aeration, then mellows out nicely. Yum.

Chateau Recougne 2012


Venturi Essential Wine Aerator

How to Talk to Practically Anybody about Practically Anything, by Barbara Walters


Where you can find Joe: Alloy Partners, LinkedIn.

Where you can find Reuben: @Sales4Nerds, @Mimiran, Mimiran.com.

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What Not to Say in a Sales Call (Courtesy of Apple)

If you’re doing something that upsets your customers and prospects, whether it’s changing prices, revising a service plan, or removing the universal audio port in favor of a proprietary standard, don’t insist on giving yourselves credit for “courage” in front of your customers. Certainly, explain your reason(s), and don’t feel obliged to share everything, but even Apple can’t pull this off properly. (In fairness to Schiller, he was trying to paraphrase Steve Jobs, who put it more eloquently– not just “having courage”, but having “the courage of our convictions” and “being willing to take the heat”.)